Question 1

Why should negotiators be versatile in their comfort and use of both value claiming and value creating strategic approaches?

Accepted Answer

Not only must negotiators be able to rec...

Question 2

Independent parties are able to meet their own ____________ without the help and assistance of others.

Accepted Answer

The answer of Independent parties are able to meet their...

Question 3

What are concessions?

Accepted Answer

A concession has been made whe...

Question 4

How much to believe of what the other party tells you

Accepted Answer

A)  depends on the reputation of the other party.
B)  is affected by the circumstances of the negotiation.
C)  is related to how he or she treated you in the past.
D)  is the dilemma of trust.
E)  All of the abovE.F) C) and D)
G) B) and C)

Question 5

What are the two dilemmas of negotiation?

Accepted Answer

A)  The dilemma of cost and the dilemma of profit margin
B)  The dilemma of honesty and the dilemma of profit margin
C)  The dilemma of trust and the dilemma of cost
D)  The dilemma of honesty and the dilemma of trust
E)  None of the abovE.F) B) and E)
G) A) and B)

Question 6

The mix of convergent and conflicting goals characterizes many ____________ relationships.

Accepted Answer

The answer of The mix of convergent and conflicting goals...

Question 7

Negotiators pursuing the yielding strategy

Accepted Answer

A)  show little interest or concern in whether they attain their own outcomes,but are quite interested in whether the other party attains his or her outcomes.
B)  pursue their own outcome strongly and shows little concern for whether the other party obtains his or her desired outcome.
C)  shows little interest or concern in whether they attain their own outcomes,and does not show much concern about whether the other party obtains his or her outcomes.
D)  show high concern for attaining their own outcomes and high concern for whether the other attains his or her outcomes.
E)  Negotiators pursuing the yielding strategy demonstrate none of the above behaviors.F) None of the above
G) A) and B)

Question 8

In intragroup conflict,

Accepted Answer

A)  sources of conflict can include ideas,thoughts,emotions,values,predispositions,or drives that are in conflict with each other.
B)  conflict occurs between individual people.
C)  conflict affects the ability of the group to resolve differences and continue to achieve its goals effectively.
D)  conflict is quite intricate because of the large number of people involved and possible interactions between them.
E)  None of the above describes intragroup conflict.F) A) and B)
G) None of the above

Question 9

BATNA stands for

Accepted Answer

A)  best alternative to a negotiated agreement.
B)  best assignment to a negotiated agreement.
C)  best alternative to a negative agreement.
D)  best alternative to a negative assignment.
E)  BATNA stands for none of the abovE.F) A) and C)
G) B) and C)

Question 10

Remember that every possible interdependency has an alternative;negotiators can always say "no" and walk away.

Accepted Answer

A) True 
 B)False

Question 11

What are tangible and intangible factors in negotiation?

Accepted Answer

Tangible factors include quantifiable it...

Question 12

The ____________ of people's goals,and the ____________ of the situation in which they are going to negotiate,strongly shapes negotiation processes and outcomes.

Accepted Answer

interdepen...

Question 13

The Dual Concerns Model is a two-dimensional framework that postulates that people in conflict have two independent types of concern.What are those two types of concerns?

Accepted Answer

Concern about their own outcom...

Question 14

The term ____________ is used to describe the competitive,win-lose situations such as haggling over price that happens at yard sale,flea market,or used car lot.

Accepted Answer

The answer of The term ____________ is used to describe...

Question 15

Describe a "mutual gains" situation.

Accepted Answer

When parties' goals are linked so that o...

Question 16

Negotiating parties always negotiate by __________.

Accepted Answer

The answer of Negotiating parties always negotiate by __________....

Question 17

What does BATNA stand for?

Accepted Answer

Best alter...

Question 18

Negotiation is a strategy for productively managing conflict.

Accepted Answer

A) True 
 B)False

Question 19

A creative negotiation that meets the objectives of all sides may not require compromise.

Accepted Answer

A) True 
 B)False

Question 20

In any industry in which repeat business is done with the same parties,there is always a balance between pushing the limit on any particular negotiation and making sure the other party-and your relationship with him-survives intact.

Accepted Answer

A) True 
 B)False

Exam 1: The Nature of Negotiation

What are tangible and intangible factors in negotiation?

Correct AnswerverifiedTangible factors include quantifiable it...View AnswerShow Answer

The Dual Concerns Model is a two-dimensional framework that postulates that people in conflict have two independent types of concern.What are those two types of concerns?

Correct AnswerverifiedConcern about their own outcom...View AnswerShow Answer

Describe a "mutual gains" situation.

Correct AnswerverifiedWhen parties' goals are linked so that o...View AnswerShow Answer

What are concessions?

Correct AnswerverifiedA concession has been made whe...View AnswerShow Answer

The term ____________ is used to describe the competitive,win-lose situations such as haggling over price that happens at yard sale,flea market,or used car lot.

Correct AnswerverifiedShow Answer

The ____________ of people's goals,and the ____________ of the situation in which they are going to negotiate,strongly shapes negotiation processes and outcomes.

Correct Answerverifiedinterdepen...View AnswerShow Answer

Independent parties are able to meet their own ____________ without the help and assistance of others.

Correct AnswerverifiedShow Answer

BATNA stands for

Correct AnswerverifiedShow Answer

A creative negotiation that meets the objectives of all sides may not require compromise.

Correct AnswerverifiedShow Answer

The mix of convergent and conflicting goals characterizes many ____________ relationships.

Correct AnswerverifiedShow Answer

In any industry in which repeat business is done with the same parties,there is always a balance between pushing the limit on any particular negotiation and making sure the other party-and your relationship with him-survives intact.

Correct AnswerverifiedShow Answer

How much to believe of what the other party tells you

Correct AnswerverifiedShow Answer

Remember that every possible interdependency has an alternative;negotiators can always say "no" and walk away.

Correct AnswerverifiedShow Answer

Negotiators pursuing the yielding strategy

Correct AnswerverifiedShow Answer

Negotiation is a strategy for productively managing conflict.

Correct AnswerverifiedShow Answer

Negotiating parties always negotiate by __________.

Correct AnswerverifiedShow Answer

What are the two dilemmas of negotiation?

Correct AnswerverifiedShow Answer

What does BATNA stand for?

Correct AnswerverifiedBest alter...View AnswerShow Answer

Why should negotiators be versatile in their comfort and use of both value claiming and value creating strategic approaches?

Correct AnswerverifiedNot only must negotiators be able to rec...View AnswerShow Answer

In intragroup conflict,

Correct AnswerverifiedShow Answer

Correct Answer
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Tangible factors include quantifiable it...
View Answer

Correct Answer
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Concern about their own outcom...
View Answer

Correct Answer
verified
When parties' goals are linked so that o...
View Answer

Correct Answer
verified
A concession has been made whe...
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Correct Answer
verified

The of people's goals,and the of the situation in which they are going to negotiate,strongly shapes negotiation processes and outcomes.

Correct Answer
verified
interdepen...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Best alter...
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Correct Answer
verified
Not only must negotiators be able to rec...
View Answer

Correct Answer
verified